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Persuasion in Experimental Ultimatum Games


Ola Andersson


Research Institute of Industrial Economics (IFN)

Sebastian Kranz


University of Ulm

Karen Van der Wiel


Tilburg University; Netspar; Institute for the Study of Labor (IZA)

Erik Wengström


University of Copenhagen - Department of Economics
August 15, 2011

Economics Letters, Vol. 108, No. 1, 2010

Abstract:     
We study persuasion effects in experimental ultimatum games and find that Proposers' payoffs significantly increase if, along with offers, they can send messages which Responders read before deciding. Higher payoffs are driven by both lower offers and higher acceptance rates.

Keywords: Persuasion, Communication in games, Cheap talk

JEL Classification: C72, C91, D83

Accepted Paper Series


Date posted: August 15, 2011  

Suggested Citation

Andersson, Ola, Kranz, Sebastian, Van der Wiel, Karen and Wengström, Erik, Persuasion in Experimental Ultimatum Games (August 15, 2011). Economics Letters, Vol. 108, No. 1, 2010. Available at SSRN: http://ssrn.com/abstract=1909853

Contact Information

Ola Andersson (Contact Author)
Research Institute of Industrial Economics (IFN) ( email )
Box 55665
Grevgatan 34, 2nd floor
Stockholm, SE-102 15
Sweden
+46 (0)8-665 45 21 (Phone)
+46 8-665 45 99 (Fax)
HOME PAGE: http://www.ifn.se/medarbetare/forskare/ola-andersson
Sebastian Kranz
University of Ulm ( email )
Helmholzstrasse
Ulm, D-89081
Germany
HOME PAGE: http://www.uni-ulm.de/mawi/mawi-wiwi/mitarbeiter/skranz.html
Karen Van der Wiel
Tilburg University
P.O. Box 90153
Tilburg, DC 5000 LE
Netherlands
Netspar
P.O. Box 90153
Tilburg, 5000 LE
Netherlands
Institute for the Study of Labor (IZA)
P.O. Box 7240
Bonn, D-53072
Germany
Erik Wengström
University of Copenhagen - Department of Economics ( email )
Copenhagen University Library
Licenssekretariatet Nørre Alle 49
DK-2200 Copenhagen N.
Denmark
HOME PAGE: http://www.econ.ku.dk/wengstrom
Feedback to SSRN (Beta)


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